Your body language may shape who you are | Amy Cuddy | TED

Translator: Joseph Geni Reviewer: Morton Bast

Translator: Blaž Koritnik Reviewer: Lenka Tušar

So I want to start by offering you a free no-tech life hack,

Za začetek vam želim povedati za

življenski trik, ki ne zahteva denarja ali tehnologije.

and all it requires of you is this:

Vse, kar morate storiti je,

that you change your posture for two minutes.

da spremenite svojo držo za dve minuti

But before I give it away, I want to ask you to right now

Preden pa vam povem več, bi vas zdaj prosila,

do a little audit of your body and what you're doing with your body.

da ste pozorni na svoje telo in kaj z njim počnete.

So how many of you are sort of making yourselves smaller?

Koliko od vas se dela majhne?

Maybe you're hunching, crossing your legs, maybe wrapping your ankles.

Morda ste sključeni, imate prekrižane noge

ali pa se oprijemate svojih gležnjev.

Sometimes we hold onto our arms like this.

Včasih se držimo za svoje roke takole.

Sometimes we spread out. (Laughter)

Včasih pa jih razširimo. (Smeh)

I see you.

Vidim vas. (Smeh)

So I want you to pay attention to what you're doing right now.

Želim, da ste pozorni, kaj delate sedaj.

We're going to come back to that in a few minutes,

Čez nekaj minut se bomo vrnili k temu in upam,

da če boste malce spremenili držo

and I'm hoping that if you learn to tweak this a little bit,

it could significantly change the way your life unfolds.

bi vam to lahko spremenilo vaš potek življenja.

So, we're really fascinated with body language,

Res nas zanima telesna govorica

and we're particularly interested in other people's body language.

še posebej pa

telesna govorica drugih ljudi.

You know, we're interested in, like, you know — (Laughter) —

Saj veste. Zanima nas... (Smeh)

an awkward interaction, or a smile,

čudna komunikacija ali pa nasmeh

or a contemptuous glance, or maybe a very awkward wink,

zloben pogled, zelo nenavaden pomežik

or maybe even something like a handshake.

ali pa morda celo nekaj takega kot stisk roke.

Narrator: Here they are arriving at Number 10.

Prihajata do prostorov na Downing Street 10. Poglejte.

Srečni policist se bo rokoval s predsednikom ZDA.

This lucky policeman gets to shake hands with the President of the United States.

Se bo tudi premier rokoval?

Here comes the Prime Minister -- No. (Laughter) (Applause)

Ne.

(Laughter) (Applause)

(Smeh) (Aplavz)

Amy Cuddy: So a handshake, or the lack of a handshake,

Če je nekdo nekomu segel v roko ali ne,

can have us talking for weeks and weeks and weeks.

se o tem govori tedne in tedne.

Even the BBC and The New York Times.

To je lahko novica na BBC-ju in članek v New York Timesu.

So obviously when we think about nonverbal behavior,

Ko pomislimo o nebesednem obnašanju ali govorici telesa;

or body language -- but we call it nonverbals as social scientists --

sociologi temu rečemo nebesednost

it's language, so we think about communication.

to pomeni jezik in pomislimo na komunikacijo.

When we think about communication, we think about interactions.

Ko o tem razmišljamo, razmišljamo o odnosih.

Torej, kaj mi pove tvoja govorica telesa?

So what is your body language communicating to me?

What's mine communicating to you?

Kaj moja pove tebi?

And there's a lot of reason to believe that this is a valid way to look at this.

Obstaja veliko razlogov, da je to tehten način gledanja na to.

Sociologi so prebili veliko časa

So social scientists have spent a lot of time

ob opazovanju učinkov naše telesne govorice

looking at the effects of our body language,

ali telesne govorice drugih na presojanje.

or other people's body language, on judgments.

And we make sweeping judgments and inferences from body language.

Iz tega sledijo pomembne odločitve in sklepi,

And those judgments can predict really meaningful life outcomes

ki tlakujejo pot nadaljnjemu življenju, naprimer

like who we hire or promote, who we ask out on a date.

koga bomo najeli ali povišali, koga bomo povabili na zmenek.

For example, Nalini Ambady, a researcher at Tufts University,

Nalini Ambady, raziskovalec na Univerzi Tufts

shows that when people watch 30-second soundless clips

je dokazal, da ko so ljudje gledali 30-sekundne neme videoposnetke,

of real physician-patient interactions,

ki so prikazovali odnose med bolnikom in zdravnikom

their judgments of the physician's niceness

so njihove presoje, koliko je bil zdravnik prijazen pokazale

predict whether or not that physician will be sued.

ali bo dotičnega zdravnika doletela tožba.

So it doesn't have to do so much

Tako ni bistvo v tem,

with whether or not that physician was incompetent,

ali je zdravnik nesposoben ampak ali nam je oseba všeč

but do we like that person and how they interacted?

in kako se je obnašala.

Even more dramatic, Alex Todorov at Princeton

Še bolj spektakularno je to, da je Alex Todorov iz Univerze Princeton dokazal,

has shown us that judgments of political candidates' faces

da je presoja obrazov političnih kandidatov v eni sekundi

in just one second predict 70 percent

pravilno napovedala 70% izidov volitev

of U.S. Senate and gubernatorial race outcomes,

za ameriške senatorje in guvernerje.

and even, let's go digital,

Če pogledamo v digitalni svet,

emoticons used well in online negotiations

smeški, uporabljeni ob pravem času pri pogovoru prek spleta

can lead you to claim more value from that negotiation.

vam lahko prinesejo veliko koristi iz njega.

If you use them poorly, bad idea. Right?

Če jih nespretno uporabite, je to slabo.

So when we think of nonverbals, we think of how we judge others,

Kar se tiče nebesednosti, pomislimo, kako presojamo druge,

how they judge us and what the outcomes are.

kako drugi presojajo nas in kakšni so rezultati.

We tend to forget, though, the other audience

Ampak radi pozabljamo,

that's influenced by our nonverbals, and that's ourselves.

da nebesednost vpliva tudi na nas.

We are also influenced by our nonverbals,

Nebesednost vpliva na naše misli,

our thoughts and our feelings and our physiology.

čustva in fiziologijo.

So what nonverbals am I talking about?

O katerih elementih nebesednosti sploh govorim?

I'm a social psychologist. I study prejudice,

Sem socialna psihologinja. Preučujem predsodke

and I teach at a competitive business school,

in poučujem v tekmovalni poslovni šoli,

so it was inevitable that I would become interested in power dynamics.

zato je bilo neizogibno, da sem se začela zanimati za dinamiko moči.

I became especially interested in nonverbal expressions

Še posebej so me pritegnili nebesedni izrazi

of power and dominance.

moči in prevlade.

And what are nonverbal expressions of power and dominance?

Kateri izrazi so to?

Well, this is what they are.

To so tile.

So in the animal kingdom, they are about expanding.

V kraljestvu živali je srž razširjanje.

So you make yourself big, you stretch out,

Naredite se velike, raztegnite se,

you take up space, you're basically opening up.

zavzemate prostor, odpirate se.

It's about opening up.

Bistvo je v odpiranju.

And this is true across the animal kingdom.

To velja v živalskem kraljestvu in tega ne znajo samo primati.

It's not just limited to primates.

Ljudje delamo isto. (Smeh)

And humans do the same thing. (Laughter)

So they do this both when they have power sort of chronically,

To se počne, ko ima nekdo moč dalj časa

and also when they're feeling powerful in the moment.

ali samo v danem trenutku.

And this one is especially interesting because it really shows us

To je še kako zanimivo, ker nam kaže,

how universal and old these expressions of power are.

kako univerzalni in stari so ti izrazi moči.

This expression, which is known as pride,

Takle izraz, ki ga poznamo kot ponos,

Jessica Tracy has studied.

je bil predmet študije Jessice Tracy.

She shows that people who are born with sight

Dokazala je, da tako tisti, ki vidijo

and people who are congenitally blind do this

in tisti, ki so se rodili slepi

when they win at a physical competition.

naredijo enako gestikulacijo, ko zmagajo na atletskem tekmovanju.

So when they cross the finish line and they've won,

Ko prečkajo ciljno črto in zmagajo

it doesn't matter if they've never seen anyone do it.

ni važno, če slepi niso videli nikogar drugega, ki bi to naredil.

Še zmeraj storijo to.

They do this.

Roke so dvignjene v črko 'V', brada je rahlo privzdignjena.

So the arms up in the V, the chin is slightly lifted.

What do we do when we feel powerless?

Kaj storimo, ko se počutimo brezmočne?

We do exactly the opposite.

Storimo nasprotno. Zapremo se kot v klobčič.

We close up. We wrap ourselves up.

We make ourselves small.

Naredimo se majhne. Nočemo trčiti v osebo zraven nas.

We don't want to bump into the person next to us.

So again, both animals and humans do the same thing.

Ponovno, živali in ljudje se obnašajo isto.

And this is what happens when you put together high and low power.

To se zgodi, ko sta velika in majhna moč skupaj.

Nagnjeni smo k temu,

So what we tend to do when it comes to power

da ko se gre o moči, dopolnjujemo nebesednost drugih.

is that we complement the other's nonverbals.

So if someone is being really powerful with us,

Torej, če nekdo razkazuje moč pred nami

we tend to make ourselves smaller. We don't mirror them.

se naredimo majhne. Ne oponašamo jih.

We do the opposite of them.

Naredimo ravno nasprotno od njih.

So I'm watching this behavior in the classroom,

Opazovala sem obnašanje v razredu in kaj sem zapazila?

and what do I notice?

Študenti poslovne administracije

I notice that MBA students really exhibit the full range of power nonverbals.

pokažejo poln razpon prikazov moči.

So you have people who are like caricatures of alphas,

Tako obstajajo karikature alfa ljudi,

really coming into the room, they get right into the middle of the room

ki vstopijo samozavestno in gredo na sredino predavalnice,

pred začetkom ure in hočejo zasesti prostor.

before class even starts, like they really want to occupy space.

When they sit down, they're sort of spread out.

Ko se usedejo, so razpotegnjeni.

They raise their hands like this.

Dvigujejo roko takole.

You have other people who are virtually collapsing

Na drugi strani imate ljudi, ki se bodo malodane zrušili na tla,

when they come in. As soon they come in, you see it.

ko vstopijo v učilnico. Takoj se vidi.

You see it on their faces and their bodies,

Pozna se jim na obrazu in telesu.

and they sit in their chair and they make themselves tiny,

Sedijo na stolu in se delajo majhne,

and they go like this when they raise their hand.

dvigujejo roko takole.

I notice a couple of things about this.

Opazila sem par stvari.

Ne boste ravno presenečeni.

One, you're not going to be surprised.

It seems to be related to gender.

Videti je, da se to nanaša na spol.

So women are much more likely to do this kind of thing than men.

Ženske pogosteje to počnejo od moških.

Women feel chronically less powerful than men,

Kronično se počutijo šibkejše od moških,

so this is not surprising.

tako da to ni presenetljivo. Sem pa zapazila še nekaj.

But the other thing I noticed

is that it also seemed to be related to the extent

Zdi se, da obstaja povezava s tem,

to which the students were participating, and how well they were participating.

koliko in kako so študenti sodelovali na urah.

And this is really important in the MBA classroom,

To je zelo pomembno pri predmetu menedžmenta,

because participation counts for half the grade.

kajti sodelovanje prinaša pol ocene.

So business schools have been struggling with this gender grade gap.

Poslovne šole se spopadajo s problemom razlik med ocenami obeh spolov.

You get these equally qualified women and men coming in

Pred sabo imate enako sposobne ljudi,

and then you get these differences in grades,

vidijo se razlike med ocenami

and it seems to be partly attributable to participation.

in možno je, da je delni vzrok sodelovanje.

So I started to wonder, you know, okay,

Začela sem se spraševati,

so you have these people coming in like this, and they're participating.

v redu, imam študente v učilnici, ki sodelujejo.

Je možno, da jih pripravim do tega, da začenjajo hliniti

Is it possible that we could get people to fake it

and would it lead them to participate more?

in bodo tako bolj sodelovali?

Tako pravi moja glavna sodelavka Dana Carney z Univerze Berkeley.

So my main collaborator Dana Carney, who's at Berkeley,

and I really wanted to know, can you fake it till you make it?

Hotela sem vedeti, ali lahko hliniš, dokler ne uspeš?

Like, can you do this just for a little while

Lahko delaš to nekaj časa

and actually experience a behavioral outcome

in dejansko izkusiš rezultate obnašanja, ki te dela močnega?

that makes you seem more powerful?

So we know that our nonverbals govern how other people

Vemo, da nebesednost določa, kaj bodo drugi ljudje

think and feel about us. There's a lot of evidence.

mislili in čutili do nas. Dokazov je veliko.

Resnično vprašanje, ki se poraja pa je,

But our question really was,

do our nonverbals govern how we think and feel about ourselves?

ali nebesednost določa, kaj mislimo in čutimo do sebe?

There's some evidence that they do.

Nekaj dokazov to portrjuje.

So, for example, we smile when we feel happy,

Naprimer, ko smo veseli, se nasmejemo.

but also, when we're forced to smile

Tudi ko se silimo smejati tako da držimo pero z zobmi

by holding a pen in our teeth like this, it makes us feel happy.

nas to dela vesele.

So it goes both ways.

Učinek je obojestranski. Ko govorimo o moči, je isto.

When it comes to power, it also goes both ways.

Ko se počutite močne,

So when you feel powerful,

you're more likely to do this,

boste nagnjeni večkrat narediti to, toda možno je tudi,

but it's also possible that when you pretend to be powerful,

da ko se pretvarjate, da ste močni,

you are more likely to actually feel powerful.

boste to tudi občutili.

So the second question really was, you know,

Drugo vprašanje je bilo,

so we know that our minds change our bodies,

vemo, da naš um spreminja naše telo

but is it also true that our bodies change our minds?

toda ali je tudi res, da telo spreminja um?

And when I say minds, in the case of the powerful,

Ko mislim um, v primeru močnih,

what am I talking about?

o čem pravzaprav govorim?

So I'm talking about thoughts and feelings

Govorim o mislih in občutkih

and the sort of physiological things that make up our thoughts and feelings,

ter fizioloških stvareh, ki sprožajo misli in občutke.

V mojem primeru so to hormoni. Raziskujem jih.

and in my case, that's hormones. I look at hormones.

So what do the minds of the powerful versus the powerless look like?

Kako izgleda um močne osebe

v primerjavi s šibkejšo?

So powerful people tend to be, not surprisingly,

Močnejši ljudje težijo

more assertive and more confident, more optimistic.

k jasnejšemu, samozavestnejšemu in bolj optimističnemu obnašanju, kar ni presentljivo.

They actually feel they're going to win even at games of chance.

Dejansko čutijo, da bodo zmagali celo pri igrah na srečo.

Bolj so tudi nagnjeni k abstraktnejšemu mišljenju.

They also tend to be able to think more abstractly.

So there are a lot of differences. They take more risks.

Veliko je razlik. Veliko tvegajo.

There are a lot of differences between powerful and powerless people.

Močni in šibki se zelo razlikujejo.

Gledano s psihološkega vidika, obstajajo tudi razlike

Physiologically, there also are differences

on two key hormones: testosterone, which is the dominance hormone,

v dveh ključnih hormonih: testosteronu, hormonu dominance

and cortisol, which is the stress hormone.

in kortizolu, stresnemu hormonu.

So what we find is that high-power alpha males in primate hierarchies

Kar smo odkrili je,

da imajo močni alfa samci v hiearhiji primatov

have high testosterone and low cortisol,

visoko raven testosterona in nizko raven kortizola.

and powerful and effective leaders

Tudi močni in učinkoviti voditelji

also have high testosterone and low cortisol.

imajo več testosterona kot kortizola.

So what does that mean? When you think about power,

Kaj to pomeni? Ko pomislite na moč,

people tended to think only about testosterone,

imajo ljudje v mislih testosteron,

because that was about dominance.

ker le-ta nakazuje dominanco.

But really, power is also about how you react to stress.

Moč se v resnici odraža tudi v tem, kako reagirate na stres.

So do you want the high-power leader that's dominant,

Bi hoteli močnega, dominantnega vodjo,

high on testosterone, but really stress reactive?

ki poka od testosterona, hkrati pa občutljiv na stres?

Probably not, right?

Ne bi, kajne? Hoteli bi osebo,

You want the person who's powerful and assertive and dominant,

ki je močna, samozavestna, dominantna

but not very stress reactive, the person who's laid back.

in umirjena ter ne preveč občutljiva na stres.

So we know that in primate hierarchies,

V hierarhiji primatov,

if an alpha needs to take over,

če hoče alfa samec prevzeti pobudo,

if an individual needs to take over an alpha role sort of suddenly,

če hoče osebek naenkrat prevzeti vlogo alfe

within a few days, that individual's testosterone has gone up

v parih dneh, se raven testosterona občutno zviša,

significantly and his cortisol has dropped significantly.

hkrati pa se nivo korizola občutno zmanjša.

So we have this evidence, both that the body can shape

Imamo dokaz. Telo lahko oblikuje um,

the mind, at least at the facial level,

kar se pozna vsaj na obrazni mimiki

and also that role changes can shape the mind.

in da menjave vlog spreminjajo um.

So what happens, okay, you take a role change,

Kaj se zgodi ob menjavi vloge,

what happens if you do that at a really minimal level,

četudi je sprememba majhna,

like this tiny manipulation, this tiny intervention?

kot naprimer malo manipulacije, malo posega?

"For two minutes," you say, "I want you to stand like this,

Rečete: "Za dve minuti hočem, da stojite takole

and it's going to make you feel more powerful."

in to vas bo napravilo močnejše."

So this is what we did.

To smo storili. Odločili smo se,

We decided to bring people into the lab and run a little experiment,

da bomo naredili eksperiment in ti ljudje

and these people adopted, for two minutes,

so bili v držah dominance ali podrejenosti za dve minuti.

either high-power poses or low-power poses,

Pokazala vam bom pet primerov,

and I'm just going to show you five of the poses,

čeravno sta bili drži samo dve.

although they took on only two.

So here's one.

Tu je ena.

Še nekaj.

A couple more.

Tej drži so mediji

This one has been dubbed the "Wonder Woman" by the media.

nadeli vzdevek "Super ženska".

Here are a couple more.

Tukaj jih je še malo.

So you can be standing or you can be sitting.

Lahko so stali ali sedeli.

And here are the low-power poses.

Tu pa so drže podrejenosti.

So you're folding up, you're making yourself small.

Zaprete se, delate se majhne.

This one is very low-power.

Ta izraža izredno podrejenost.

When you're touching your neck, you're really protecting yourself.

Ko se dotikate svojega vratu,

se zelo ščitite.

So this is what happens.

Zgodi se tole.

They come in, they spit into a vial,

Vstopijo, pljunejo v stekleničko

for two minutes, we say, "You need to do this or this."

in jim rečemo, da morajo za dve minuti početi to in to.

They don't look at pictures of the poses.

Niso videli slik drž. Nismo jih hoteli pripraviti na koncept moči.

We don't want to prime them with a concept of power.

Hoteli smo, da se čutijo močne.

We want them to be feeling power.

Dve minuti so počeli to.

So two minutes they do this.

We then ask them, "How powerful do you feel?" on a series of items,

Vprašali smo jih, koliko močne so počutijo v več situacijah

and then we give them an opportunity to gamble,

in potem smo jim dali možnost, da tvegajo.

and then we take another saliva sample.

Še enkrat smo jim vzeli vzorec sline.

That's it. That's the whole experiment.

To je bil cel ekspreriment, nič več.

So this is what we find.

Ugotovili smo sledeče. Toleranca tveganja, kar je izzivanje sreče, se poveča.

Risk tolerance, which is the gambling,

we find that when you are in the high-power pose condition,

Ko ste v pozi moči,

86% ljudi bo tvegalo.

86 percent of you will gamble.

When you're in the low-power pose condition,

Ko ste v pozi podrejenosti,

only 60 percent, and that's a whopping significant difference.

pa samo 60%. Velika razlika.

Here's what we find on testosterone.

Pri testosteronu smo ugotovili,

From their baseline when they come in,

da se pri dominantnih ljudeh

high-power people experience about a 20-percent increase,

poveča za 20%,

and low-power people experience about a 10-percent decrease.

pri podrejenih pa se zmanjša za 10%.

So again, two minutes, and you get these changes.

Ponavljam, to se je zgodilo v roku dveh minut.

Here's what you get on cortisol.

Kaj pa kortizol?

High-power people experience about a 25-percent decrease,

Pri dominantnih se zniža za 25%,

and the low-power people experience about a 15-percent increase.

pri podrejenih pa se zviša za 15%.

So two minutes lead to these hormonal changes

Dve minuti sta privedli do teh sprememb pri hormonih,

that configure your brain

ki povejo vašim možganom,

to basically be either assertive, confident and comfortable,

da ste odločni, samozavestni in prijetnega počutja

or really stress-reactive, and feeling sort of shut down.

oziroma zelo občutljivi na stres ter se počutite nekako mrtvo.

Vsi smo imeli take občutke.

And we've all had the feeling, right?

So it seems that our nonverbals do govern how we think and feel about ourselves,

Zgleda, da nebesedna komunikacija obvladuje

naša mnenja in občutke, ki jih gojimo o sebi.

so it's not just others, but it's also ourselves.

To delajo tako drugi ljudje kot tudi mi sami.

Also, our bodies change our minds.

Tudi naša telesa oblikujejo naš um.

But the next question, of course,

Seveda, naslednje vprašanje pa je

is, can power posing for a few minutes

ali se nam lahko obeta pomemben zasuk v življenju,

če smo za nekaj minut v drži dominance?

really change your life in meaningful ways?

This is in the lab, it's this little task, it's just a couple of minutes.

Bilo je v laboratoriju. Bil je samo kratek eksperiment,

ki je trajal par minut. Kje bi se to dalo uporabiti

Where can you actually apply this?

v resničnem življenju? To nas je zanimalo.

Which we cared about, of course.

And so we think where you want to use this is evaluative situations,

Zdi se nam pomembno, da se to uporablja,

ko ocenjujemo situacije,

like social threat situations.

naprimer pri družbenih grožnjah, kjer vas ocenjujejo vaši prijatelji.

Where are you being evaluated, either by your friends?

Pri najstnikih se to dogaja v šolski jedilnici.

For teenagers, it's at the lunchroom table.

For some people it's speaking at a school board meeting.

Za nekatere je to govor

na sestanku šolskega sveta. Lahko pri metanju žoge,

It might be giving a pitch or giving a talk like this

govornem nastopu kot je tale

or doing a job interview.

ali pri razgovoru za službo.

We decided that the one that most people could relate to

Odločili smo se, da bi se večina ljudi lahko poistovetila

because most people had been through, was the job interview.

z razgovorom za službo,

ker jih je največ imelo to izkušnjo.

So we published these findings,

Javnosti smo predstavili ugotovitve in naleteli smo na velik odziv pri medijih.

and the media are all over it,

and they say, Okay, so this is what you do

Vprašali so nas: "Takole moramo narediti,

preden gremo na razgovor za službo, kajne?" (Smeh)

when you go in for the job interview, right?

(Laughter)

Seveda smo bili zaprepadeni in smo rekli:

You know, so we were of course horrified, and said,

Oh my God, no, that's not what we meant at all.

"O moj Bog, ne! Nismo mislili tega."

For numerous reasons, no, don't do that.

Zaradi večih razlogov, tega nikar ne počnite.

Again, this is not about you talking to other people.

Ponavljam, ne gre se za pogovor z drugimi.

It's you talking to yourself.

Gre se za pogovor s seboj.

What do you do before you go into a job interview? You do this.

Kaj naredite, preden greste na razgovor za službo?

You're sitting down. You're looking at your iPhone --

Naredite to. Usedete se, ne? Gledate v svoj pametni telefon

da ne bi koga izpustili.

or your Android, not trying to leave anyone out.

You're looking at your notes,

Gledate svoje zapiske,

you're hunching up, making yourself small,

grbančite se, delate se majhne.

when really what you should be doing maybe is this,

V resnici bi morali delati drže moči v kopalnici.

like, in the bathroom, right? Do that. Find two minutes.

Počnite to. Vzemite si dve minuti.

So that's what we want to test. Okay?

To smo hoteli preizkusiti.

So we bring people into a lab,

Imeli smo ljudi v laboratoriju,

and they do either high- or low-power poses again,

kjer so delali ali dominantne ali podrejene drže

they go through a very stressful job interview.

in dali so skozi zelo stresen razgovor za službo.

It's five minutes long. They are being recorded.

Bil je pet minut dolg. Bili so snemani.

They're being judged also,

Tudi ocenjevali so jih.

and the judges are trained to give no nonverbal feedback,

Komisija je bila taka, da niso z nebesedno komunikacijo dali povratnih informacij.

so they look like this.

Izgledali so takole.

Imagine this is the person interviewing you.

Predstavljajte si, da vas sprašuje taka oseba.

So for five minutes, nothing, and this is worse than being heckled.

Trajalo je pet minut in to je huje, kot če bi vas prekinjali.

People hate this.

Ljudje to sovražijo. Marrianne LaFrance temu pravi

It's what Marianne LaFrance calls "standing in social quicksand."

"stati v družbenem živem pesku."

So this really spikes your cortisol.

To poviša raven kortizola.

So this is the job interview we put them through,

Ker smo hoteli videti, kaj se zgodi,

smo jih poslali na tak razgovor.

because we really wanted to see what happened.

We then have these coders look at these tapes, four of them.

Potem smo šifrantom dali štiri posnetke.

They're blind to the hypothesis. They're blind to the conditions.

Niso poznali hipoteze in pogojev,

They have no idea who's been posing in what pose,

niso vedeli, kdo je stal v kakšni drži.

and they end up looking at these sets of tapes,

Pregledovali so posnetke

and they say, "We want to hire these people,"

in so rekli, da bi radi najeli nekatere ljudi,

tiste z držami dominance, nekaterih pa ne.

all the high-power posers.

"We don't want to hire these people.

We also evaluate these people much more positively overall."

Prav tako so dominantne na splošno ocenili bolje.

Kaj je merilo? Ni vsebina govora,

But what's driving it?

It's not about the content of the speech.

It's about the presence that they're bringing to the speech.

ampak navzočnost, dodano k njemu.

Because we rate them on all these variables

Ocenjujemo jih tudi po večih spremenljivkah,

povezane s kompetenco kot naprimer, kako dobro je govor sestavljen.

related to competence, like, how well-structured is the speech?

Kako dober je? Kakšne so sposobnosti kandidatov?

How good is it? What are their qualifications?

Ni vpliva na take stvari. Vplivalo pa je na tole.

No effect on those things. This is what's affected.

These kinds of things.

Ljudje prikažejo svojo pravo sliko.

People are bringing their true selves, basically.

They're bringing themselves.

Prikažejo same sebe.

Imajo svoje ideje,

They bring their ideas, but as themselves,

with no, you know, residue over them.

samo podajo jih kot oni sami brez svojih "mask".

So this is what's driving the effect, or mediating the effect.

To vodi oziroma posreduje vpliv.

So when I tell people about this,

Ko o tem pripovedujem ljudem,

that our bodies change our minds and our minds can change our behavior,

da naša telesa spreminjajo naš um in le-ta spreminja naše obnašanje

ter slednje lahko spremeni izide.

and our behavior can change our outcomes, they say to me,

Odvrnejo mi: "Zdi se mi lažno."

"It feels fake." Right?

So I said, fake it till you make it.

Rekla sem, da hlinite dokler vam ne uspe. Ampak to nisem jaz.

It's not me.

I don't want to get there and then still feel like a fraud.

Nočem iti tja in se počutiti kot nek prevarant.

I don't want to feel like an impostor.

Nočem se počutiti kot slepar.

I don't want to get there only to feel like I'm not supposed to be here.

Nočem se počutiti kot da ne spadam semkaj.

And that really resonated with me,

To mi je resnično veliko pomenilo,

because I want to tell you a little story about being an impostor

zato ker bi vam rada povedala zgodbico

o sleparstvu in občutku, da ne spadaš sem.

and feeling like I'm not supposed to be here.

When I was 19, I was in a really bad car accident.

Ko sem imela 19 let, sem doživela hudo prometno nesrečo.

I was thrown out of a car, rolled several times.

Vrglo me je iz avtomobila. Nekajkrat sem se zakotalila.

I was thrown from the car.

Zbudila sem se z poškodbami glave na intenzivni negi.

And I woke up in a head injury rehab ward,

Izpisali so me iz kolidža

and I had been withdrawn from college,

and I learned that my IQ had dropped by two standard deviations,

in izvedela sem, da je moj IQ padel za dva standardna odklona,

which was very traumatic.

kar je bilo zelo pretresljivo.

I knew my IQ because I had identified with being smart,

Vedela sem, kolikšen je moj IQ, ker sem ga enačila s pametjo

and I had been called gifted as a child.

in ko sem bila otrok, so me imeli za nadarjeno.

So I'm taken out of college, I keep trying to go back.

Bila sem izpisana iz kolidža. Skušala sem se vrniti nazaj.

They say, "You're not going to finish college.

Rekli so mi, da ga ne bom mogla dokončati,

da so tudi druge stvari, ki jih lahko počnem,

Just, you know, there are other things for you to do,

but that's not going to work out for you."

ampak kolidž ni zame.

So I really struggled with this, and I have to say,

To je bil hud napor.

having your identity taken from you, your core identity,

Moram reči, da je odvzem lastne temeljne identitete,

and for me it was being smart,

zame je pomenila to, da sem pametna,

having that taken from you,

najhujša stvar, ki te lahko pusti nemočnega.

there's nothing that leaves you feeling more powerless than that.

So I felt entirely powerless.

V celoti sem se tako počutila. Trudila sem se in trudila,

I worked and worked, and I got lucky,

nasmehnila se mi je sreča, se trudila, zopet imela srečo in se trudila.

and worked, and got lucky, and worked.

Eventually I graduated from college.

Sčasoma sem končala kolidž.

It took me four years longer than my peers,

Trajalo je 4 leta več, kolikor so rabili moji vrstniki.

and I convinced someone, my angel advisor, Susan Fiske,

Prepričala sem Susan Fiske, mojo prečudovito svetovalko,

to take me on, and so I ended up at Princeton,

naj me sprejme, pristala na Princetonu

and I was like, I am not supposed to be here.

in počutila sem se, da ne spadam tja.

I am an impostor.

Imela sem se za sleparko.

And the night before my first-year talk,

Noč pred mojim govorom v prvem letniku.

Morala sem govoriti 20 minut pred 20 ljudmi.

and the first-year talk at Princeton is a 20-minute talk to 20 people.

Samo to.

That's it.

I was so afraid of being found out the next day

Tako sem se bala, da me bodo razkrinkali jutri,

that I called her and said, "I'm quitting."

da sem poklicala Susan in ji rekla: "Odnehala bom."

She was like, "You are not quitting,

Odvrnila mi je: "Ne, ne boš odnehala,

because I took a gamble on you, and you're staying.

ker sem stavila nate.

You're going to stay, and this is what you're going to do.

Ostala boš in opravila boš s tem govorom.

Hlinila boš.

You are going to fake it.

You're going to do every talk that you ever get asked to do.

Opravila boš vsak govorni nastop, ki se zahteva.

You're just going to do it and do it and do it,

Imela boš same govore,

četudi boš okamnela od strahu

even if you're terrified and just paralyzed

and having an out-of-body experience,

in imela izventelesno izkušnjo, dokler ne bo napočil trenutek,

until you have this moment where you say, 'Oh my gosh, I'm doing it.

ko boš rekla: 'To dejansko počnem.

Like, I have become this. I am actually doing this.'"

Postala sem eno s tem. Dejansko to počnem.' "

So that's what I did.

In to sem storila. 5 let sem prebila na podiplomskem študiju,

Five years in grad school,

a few years, you know, I'm at Northwestern,

potem sem prebila nekaj let na univerzi Northwestern

I moved to Harvard, I'm at Harvard,

in nazadnje na Harvardu. Tam več ne mislim na to,

I'm not really thinking about it anymore, but for a long time I had been thinking,

prej pa sem dolgo časa,

"Not supposed to be here."

da ne spadam tu.

So at the end of my first year at Harvard,

Na koncu prvega leta na Harvardu

a student who had not talked in class the entire semester,

je študentka, ki ni spregovorila besede med urami cel semester

who I had said, "Look, you've gotta participate or else you're going to fail,"

in sem ji rekla, da ne bo naredila predmeta, če ne bo sodelovala,

came into my office. I really didn't know her at all.

prišla v moj kabinet. Nisem je poznala.

Videti je bila kot poraženka in je rekla:

She came in totally defeated, and she said,

"I'm not supposed to be here."

"Ne spadam sem."

To je bil moj trenutek. Zgodili sta se dve stvari.

And that was the moment for me.

Because two things happened.

One was that I realized,

Najprej sem spoznala,

oh my gosh, I don't feel like that anymore.

da tega občutka nimam več.

I don't feel that anymore, but she does, and I get that feeling.

Tako več ne čutim, ona pa in jo razumem.

And the second was, she is supposed to be here!

Druga stvar je bila ta, da je spadala tja.

Like, she can fake it, she can become it.

Lahko hlini in lahko postane eno s tistim.

So I was like, "Yes, you are! You are supposed to be here!

Rekla sem ji: "Ni res. Spadaš sem!

And tomorrow you're going to fake it,

Jutri se boš pretvarjala,

naredila se boš močno

you're going to make yourself powerful, and, you know --

(Applause)

in boš ... (Aplavz)

(Aplavz)

"Prišla boš v predavalnico

And you're going to go into the classroom,

and you are going to give the best comment ever."

in izjavila najboljši komentar, kar jih je bilo."

You know? And she gave the best comment ever,

To je tudi storila,

and people turned around and were like,

ljudje so se ozrli

in imeli reakcijo, kot da so jo prvič opazili, da tam sedi. (Smeh)

oh my God, I didn't even notice her sitting there. (Laughter)

Čez nekaj mesecev je zopet prišla k meni

She comes back to me months later,

and I realized that she had not just faked it till she made it,

in ne samo, da je hlinila, dokler ji ni uspelo

she had actually faked it till she became it.

ampak je hlinila, dokler ni postala eno s stvarjo.

So she had changed.

Spremenila se je.

And so I want to say to you, don't fake it till you make it.

Tako vam hočem povedati, da ne hlinite, dokler vam ne uspe.

Fake it till you become it.

Hlinite, dokler ne postanete eno s stvarjo.

Do it enough until you actually become it and internalize.

Dovolj časa to počnite, da jo ponotranjite.

The last thing I'm going to leave you with is this.

Še zadnja reč.

Tiny tweaks can lead to big changes.

Majhni popravki lahko vodijo do velikih reči.

So, this is two minutes.

To sta dve minuti.

Two minutes, two minutes, two minutes.

Dve minuti, dve minuti, dve minuti.

Before you go into the next stressful evaluative situation,

Preden se boste znašli v naslednji stresni ocenjevalni situaciji,

for two minutes, try doing this, in the elevator,

poskusite delati to za dve minuti v dvigalu,

in a bathroom stall, at your desk behind closed doors.

na stranišču, za zaprtimi vrati za svojo mizo.

That's what you want to do.

To hočete početi. Naravnajte svoje možgane,

Configure your brain to cope the best in that situation.

da se boste najbolje odrezali v dani situaciji.

Get your testosterone up. Get your cortisol down.

Povišajte testosteron, znižajte kortizol.

Don't leave that situation feeling like, oh, I didn't show them who I am.

Ne dovolite si občutka, da niste pokazali svoji pravih barv.

Leave that situation feeling like,

Bolje bo, če boste imeli občutek,

I really feel like I got to say who I am and show who I am.

da ste znali reči, kdo ste in kaj zmorete.

So I want to ask you first, you know, both to try power posing,

Rada bi vas najprej prosila,

da poskusite z držami dominance

and also I want to ask you to share the science, because this is simple.

prav tako pa bi vas prosila,

da delite to znanje, ker ni težko.

I don't have ego involved in this. (Laughter)

Moj ego v to ni vpleten. (Smeh)

Give it away. Share it with people,

Povejte naprej, delite z ostalimi,

because the people who can use it the most

kajti ravno tisti

are the ones with no resources and no technology

brez tehnologije, dobrin,

and no status and no power.

statusa in moči to najbolj potrebujejo.

Give it to them because they can do it in private.

Povejte jim, zato ker to lahko počnejo na samem.

Rabijo svoje telo, dve minuti in zasebnost.

They need their bodies, privacy and two minutes,

and it can significantly change the outcomes of their life.

Lahko doživijo drugačne rezultate v svojem življenju.

Thank you.

Hvala. (Aplavz)

(Applause)

(Aplavz)